In order to fulfil the needs of customers large and small, German trailer manufacturer Schmitz Cargobull AG began to establish professional key account management (KAM) back in 1998. The company has now been audited for its key account management organisation by the Starnberg based European Foundation for Key Account Management e.V., and awarded “KAM Professional” certification.
This makes Schmitz Cargobull the first European company to receive the certification.
“Our goal goal on one hand, is to strengthen customer orientation and, on the other hand, to utilise cross-selling potentials and increase customer loyalty”, explains Josef Warmeling, Head of International Key Account Management at Schmitz Cargobull AG.
In addition to selling its wide range of trailers, the company aims to add a broad range of services and consulting support for semitrailers and vehicle bodies into the system.
During the audit the experts certified the following qualities in their five-stage inspection of Schmitz Cargobull AG’s Key Account Management: The KAM strategy is clearly formulated and was consistently communicated within the company. The KAM concepts are developed and oriented on added value for the customer on the basis of this strategy. The KAM processes and KAM structures are clearly oriented on this approach, such that key customers across Europe are looked after professionally and purposefully. Lastly, all KAM activities are specifically monitored and influenced by performance figures and employee guidance.
Hartmut Biesel, the Chairman of the European Foundation for Key Account Management, presented the document of certification to Josef Warmeling.
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